Global Corporate Sales Director

Job Purpose:

The Global Corporate Sales Director is responsible for sales and strategic growth of Cendyn relationships with our largest global Corporate, TMC and Consortia demand partners. The accounts in this portfolio account for the highest percentage of Cendyn CRS customer GDS (Global Distribution System) demand revenue and the Corporate Sales Director must build and maintain strong relationships with these demand partners, be the lead point of contact for all assigned demand partners matters, anticipate the customer’s needs, work closely with Cendyn Rate Solicitation team and hotel portfolio to ensure deadlines for the customers are met and help the customer succeed. The Corporate Sales Director will be responsible to identify new corporations and expand relationships with third party consultants to develop RFP opportunities and GDS reservation potential for Cendyn Global Corporate Sales customers.

The primary focus of the role will be to develop and maintain strong relationships with the demand partner’s senior decision makers and any third party intermediaries to successfully expand GDS revenue to Cendyn’s CRS customers who subscribe to the Global Corporate Sales service by winning more RFP invites and new corporate chainwide agreements. The role requires strategic planning, consultative up-selling and the ability to identify business development opportunities that increase conversion on the target account submissions from the hotel portfolio.

In addition, this position is accountable for partnering with the appropriate internal resources to ensure the demand partner’s opportunities are communicated within Cendyn as appropriate and to the Cendyn CRS customers.

Responsibilities:

• Develop a complete, wholistic understanding of corporate account demand partners and Cendyn customers and their target accounts resulting in solid business growth and trusting relationships.
• Create, maintain and execute on account development plans to ensure good customer health, to mitigate churn risk and to maximize all incremental revenue opportunities.
• Identify and execute on corporate target opportunities to win more RFPs, maximize revenue and collaborate with hotels on unsolicited bid opportunities
• Ensure communication between demand partner, customer and internal teams is appropriate, consistent, and productive
• Plan and present reports on account progress, goals, and quarterly initiatives to share with team members, stakeholders, and possible use in future case studies.
• Take an active role in trade association committees, chapter meetings and conventions.
• Arrange and attend TMC and Consortia trade events together with Cendyn hotel portfolio.
• Participate in webinar and consultative best practice sessions to hotels.

Essential Functions:

Accountability

1. Serves as the overall customer owner ensuring that all deliverables are met, and revenue opportunities maximized.
2. Creates and executes on account development plans for key corporate accounts.
3. Achieves trusted advisor status with the customer, serves as the demand partner advocate internally and leverages all resources to ensure positive overall demand partner and customer health.

Excellence

1. Builds growth and trust with business partner relationships and develop methods of customer engagement that allow for continuous improvement in customer satisfaction.
2. Understands customer’s short- and long-term objectives and builds a strategic plan to help them achieve the objectives.
3. Dedicates time understanding the hospitality industry landscape, new entrants and competition to allow for consultative conversations with Cendyn GCS customers.

Collaboration

1. Establishes credibility and customer confidence by implementing regular customer communication and in-person visits and performance reviews
2. Understands client needs/objectives, develop strategies and recommendations with our Cendyn demand partner opportunities to improve key performance metrics and drive revenue.

Innovation

1. Identifies opportunities for ongoing learning to ensure optimal partnership success from relevant demand partners and utilization of programs by each customer.
2. Conducts analyses of clients’ business challenges, needs, competitive landscape, and future plans to improve how our demand partner opportunities can address these needs.
3. Provides input and feedback, from a demand partner and industry segment trends perspective to the Cendyn Product group, on solution features and functionality.

Humanity

1. Identifies and maximizes opportunities to build long term relationships that are mutually beneficial.
2. Demonstrates the willingness to push to continually provide exceptional service and strategy.

Non-Essential Functions:

1. Maintain a working knowledge of each demand partner’s technology and how it integrates with Cendyn CRS now and future landscape
2. Make high impact presentations to influence client actions
3. Use Salesforce or other CRM (Customer Relationship Management) products to communicate and track customer interactions

Requirements:

Required Education and Experience:

• Proven sales results and experience
• BA or BS from accredited college or university, or equivalent experience
• As this position handles GDS channel demand partners, proven North America market recent global travel buyer corporate client relationship management is an essential requirement, or relevant equivalent experience
• Experience evaluating competitive landscape, market trends, and customer insights
• Familiarity with CRM database applications and enterprise-level software
• Cvent Transient RFP (Request for Proposal) Tool experience
• Proficiency in Microsoft Office products: Outlook, Excel, MS Word, PowerPoint, Competencies:
• Business Management Skills - Strong presentation skills, proven ability to formulate and implement strategies, demonstrated ability to influence internal teams and customers
• Account / Relationship Management - ability to retain and grow accounts, with a strong commitment to customer satisfaction
• Planning and Organizational Skills –Excellent organizational, planning, prioritization, and proven ability to manage multiple priorities.
• Decision Making – Excellent decision making and problem-solving skills.
• Office Tools – Strong technical aptitude and skilled in MS Windows-based office tools including SharePoint, presentation software, database software and desktop applications.
• Create and maintain a sense of teamwork to ensure accountability, cooperation, and collaboration towards a common goal.
• Analytical and Conceptual Thinking – Ability to interpret and analyze situations, identify solutions, and formulate recommendations for effective management.
• Innovation – Ability to initiate creative thinking to accomplish continuous improvement and evolution of the department.
• Communication – Excellent communication, presentation, and interpersonal skills. Solid communication skills to effectively deal with various levels of management, staff, and/or outside contacts.
• Demonstrated interpersonal skills to work effectively in a team environment, influence others and maintain a professional and positive manner.
• Proven results of delivering customers solutions and meeting targets and goal
• In-depth understanding of the company's key clients and their position in the industry
• Eager to expand the company with new sales, clients, and territories
• Able to analyze data and sales statistics and translate results into better solutions

Work Environment:

This job operates in a home office environment.

Travel:

This position may require up to 35% of travel. Travel may be international, overnight, and outside of regular business hours.

EEO Statement

Cendyn provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal

law requirements, Cendyn complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

Cendyn expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of Cendyn’s employees to perform their job duties may result in discipline up to and including discharge.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.